Let’s say someone you know walks over to you sombrely and says:
“I’ve got some bad news”
No doubt you’ll get a sudden knot in your stomach and a hankering to know just what the news could be.
What’s the cause of that sudden anxiety?
Well, lets face it…
Your first thought is naturally; “how will this affect me?”
Can’t help it. Can’t fight it. It’s human nature. Even if the news will only affect you by proxy that’s the first question your mind and body asks.
That’s why WIIFM is so important when trying to sell something.
‘What’s in it for me?’. WIIFM.
That’s the most important question to answer – way before anything else, way before you even try to engage in a sale.
If you haven’t answered that in your sales call/article/advert/email then any conversions will be due to blind luck.
(image credit: The Telegraph)
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